July 25, 2025 • 23 mins
If sales calls make you sweat, this episode is your game-changer. Kristina Jensen is a seasoned enrollment strategist who has generated millions in revenue for coaches and course creators. She joins Michael Whitehouse to break down the three biggest mistakes entrepreneurs make that cost them clients—and shares the powerful questions you should be asking instead. Learn how to lead enrollment calls with clarity, confidence, and connection so your next “sales” call feels more like service.
🎯 Connect with Kristina Jensen:
Instagram: https://www.instagram.com/kristinaleejensen/
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Website: https://www.guywhoknowsaguy.com
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:01):
Welcome once again to theguy who knows a Guy podcast.
I'm your host as always, MichaelWhitehouse, the guy who knows
a guy, and this is part of ourPot Appalooza special series.
Our next guest here in the auditoriumis Christina Jensen, and she's gonna be
talking about, and this is gonna be afun topic, the three biggest mistakes
entrepreneurs make that Cost themselves.
(00:23):
Who doesn't like to hear about otherpeople's mistakes and have learned
from them so we can stop making them.
So Kris, that's welcome to the show.
Thanks.
It's so good to be here.
'cause it's true.
Everybody has a guy, right?
Mm-hmm.
Yep.
I
live in a small town and, andthere's a guy for everything.
Yep.
It is true.
I got a guy.
It's true.
(00:44):
That's the whole, the whole idea there.
But, so I'd love to hear about these,uh, you know, tell me a little bit
about, about yourself and then let'stalk about these, these mistakes.
'cause.
Mistakes are the best teacher andother people's mistakes are the most
affordable mistakes to be taught by
most affordable and andthe most fun, right?
Yeah.
Yeah.
My mistakes aren't
fun.
Their mistakes are
fun.
Their mistakes are fun.
Exactly.
(01:04):
So I started out as a faith coach, um,'cause I've been a pastor for 18 years
and my coaches started noticing that Iwas enrolling quite a few people, so they.
They tapped me for their eventsand I started doing coaching zones
and fast forward, uh, millionsof dollars of revenue for coaches
across like 15 different niches.
(01:26):
I've learned a thing or two aboutsales, and so I'm here to, to guide
entrepreneurs, coaches, coursecreators in how to make sales work
for you, but leading with love.
Instead of fear, right?
Mm-hmm.
How do you, how do you reallymake authentic connections and
lead relationship first so thatthe sale is actually a byproduct?
(01:46):
So, so, Michael, I've, I'velearned these mistakes because
I've personally made them,
Ooh,
those are the best.
Right?
I've personally made them so,so the first mistake is, I think
the biggest is you make it, youmake the conversation about you.
Ooh, okay.
Yep.
Instead of the person, and we do thisin all sorts of unintentional ways.
(02:12):
Usually it's trying to relateto the other person, right?
So how many times in general conversationthink of this too, have you wanted to
make the other person feel comfortable?
Right.
It usually comes from the good partof who we are and shared a story so
that you can let the other personknow that you understand from.
(02:35):
Which from the place they'recoming from, something better
to do is ask another question.
Mm-hmm.
Right?
So instead of saying, oh, I can relate,and then going off on a rocket about
yourself, ask them another question.
Lead with curiosity ratherthan stories about yourself.
(02:57):
Yeah, that's, that's a powerful one.
And yeah, when people.
That's one of the things I've, I'velearned doing sales is, yeah, people
love talking about themselves.
They love, they do talking when giventhe chance, and the more they're
talking, the less you are, themore they think they can trust you
and the more they think, you know.
Yeah.
Because it's about creatinga container of safety.
(03:18):
Mm-hmm.
That's how you create trust and rapport.
So the way you create rapport isactually creating a space where you ask
really, really, really good questions.
That's how you create rapport.
It's not in shooting this, youknow, it's not in, um, it's
(03:39):
not in creating small talk.
Yep.
It's creating deep sense of trust.
Belonging with the person.
So
asking questions, not telling stories.
Yeah, asking questions.
Yeah.
And, and if the personjust starts to go off.
The best way, Michael, to bringthem back, I found is to say their
name at least like three times.
(04:00):
Like Michael.
Michael, Michael.
Got it.
Got it.
What you said is so important.
I wanna bring us back to theoriginal reason that we're meeting.
The purpose of the congregate,uh, the congregation purpose
of the conversation is right.
And then, and then state whyyou're on the phone together.
Hmm.
(04:21):
And then go forward.
I like that.
Works like a charm.
All right.
For any conversation, if you're at themall and the person in front of you,
well, you're not gonna know their nameright, but, but just to, to really
reframe any conversation, to get controlof the conversation, so then you can.
Go from there with Grace.
(04:41):
Just say their name a few times.
I like it.
So what's the next mistake?
The next mistake that peoplemake is not knowing what problem
really needs to be solved.
(05:05):
Say more about that.
So there's, there's three questionsthat really need to be asked on
any sales call that, that shouldform the crux of any conversation.
And, and the, the first questionis the most important, right?
When you get into the meat of thecon con conversation, I keep wanting
to say congregation, I guess it'sbecause I'm also pastor, right?
(05:27):
So after you have a little bit of,you know, like where are you zooming
in from and then establishing the.
The boundaries and the theexpectations for the call.
Then you go into the meat of the call.
First question should be a questionthat asks something like, so you
know, if I could give you any winon this call, what would it be?
(05:50):
Or, you know, tell me yourgreatest challenge when it comes
to losing weight or when it comesto getting leads in your business.
You know, something that helpsto reveal what their need is.
In the given niche that you serve.
So with this, you need tounderstand what they need and why.
(06:12):
And there's a nuance here, Michael.
It's what do they think they need?
Mm-hmm.
And what do they really need?
Right?
What do they think they need?
What do they really needed?
Y and then furthermore, do they knowthe difference and do they know that?
(06:34):
When you send can see that you'renot going to immediately blurt it
out, well, you really need this.
That's, that's rude.
Yeah.
Right.
You're just gonna make anote of it and when you can.
If you can help them to see what theyreally need and give them an insight
around that, that is transformational.
(07:00):
That's transformational, but doyou need to answer that question?
Do you need them to answer that question?
Because you need to know theproblem to be able to, to see
ethically, are you the solution?
Can you solve the trueproblem that they have?
Mm-hmm.
Right?
Ethically, and once you answerthat question, then you can go on
(07:23):
to the next question, which is.
What do they really want?
What do they feel they don't havebe in their life because they
can't solve X problem, right?
So for example, if somebody was, ishaving a, if somebody wants to lose
weight, why do they wanna lose weight?
Is it because they wantto climb out Kilimanjaro?
(07:45):
Is it because they wannaplay with their grandkids?
'cause they really desire connection.
Like what do they wantin their life and why?
And then the third question that comesout of that is, what do they, what
do they feel is getting in their way?
And,
but if you, if you are solving thewrong problem in the call, you're
(08:10):
not gonna get the sale becauseit's not going to be relevant.
Mm-hmm.
And the three things you reallyneed in order to make a sale are
one, you need to be relevant.
Two, you need to be clear.
You need, you need clarity,and three, you need to connect.
(08:36):
But if you're doing all thosethings in the wrong area,
mm-hmm
you're gonna waste your time and theirs.
So we need to be clearon what the problem is,
what the problem is,
what solving the problem will do for them.
Yes.
And then why they can't solve the problem,
why they can't solve the problem.
And usually with that question,Michael, I like to ask, not simply
(08:58):
it's is, is it time and moneygetting in your way, but really how
are you getting in your own way?
Mm-hmm.
Right?
Because when you can givepeople clarity around that,
again, that's transformational.
Yeah.
And the purpose of the enrollmentcall as I see it, or the sales call,
whatever you wanna call it, is.
Getting people to say yes to themselves.
(09:21):
Getting people to say yes towhat they want in their life, and
taking a step further to that.
And when they say yes to that andcan see what's blocking them and can
commit to saying, yeah, you know,I'm willing to work through that.
The, the, the vehicle that you provide,um, as your service or program as, as
(09:41):
the vehicle that will give them whatthey want is the next logical step.
So the sale is actually a byproduct ofthe transformation and the trust that
you're creating with the person onthe call, because these conversations
can be life changing, but as long asyou put the relationship first, right?
(10:02):
As long as you get out of the wayand you ask the right question.
So that brings us to thethird mistake, right?
Yes.
Yeah.
Actually before you that I justwanted to comment on these questions.
Oh yeah, sure.
Um, I, well, what I like about thestructure, because one of the challenges,
yeah, you don't wanna have a coachingcall instead of a no sales call uhhuh.
Um, but here really whatyou're helping them do is Yeah.
(10:24):
Get their questions right.
You're not having good answers.
Totally.
That happens in the program.
Yeah.
But you know, they, they say,you know what, what do you want?
Well, I wanna lose weight.
Uh, well, what would that do for you?
Well.
I really wanna be able toplay with my grandkids.
Okay.
So is it weight or is ithealthier and have more energy?
Oh, I guess I reallywanna have more energy.
Yeah.
Okay.
And if you had moreenergy, what would that do?
Well, I could play with my grandkidsand also I could finally start
(10:45):
hiking and then I wouldn't, Iwould not sleep 10 hours a night.
Um, and, you know, well, what, what'sstopping you from doing that now?
Mm-hmm.
And they're like, well, I, I don't know.
I had this diet and I couldn'tstick to it, and I hadn't,
but that's not really it.
Now I think about it, it's really, and.
And so you haven't actually given themany answers, but all three questions
(11:07):
have been replaced with new questions,and now you're like, okay, so the the
real question is that you know, you wantmore energy so you can be more active and
you really don't have a strategy at all.
You just have some thingsyou've seen on Facebook.
Bingo.
Exactly.
Oh, wow.
Yeah.
That is my problem.
(11:28):
Yes.
Can you
help?
Yes.
Yeah.
You wanna help with that.
Exactly.
You're giving them
clarity.
Yep.
You're giving them clarity.
That's it.
So really, it, it is a coachingconversation and what you're doing
is you're giving them incredibleclarity, but the clarity that you
give them gives them confidence.
Mm-hmm.
That now they can really see what'sbeen going on, that it's solvable.
(11:50):
Yep.
And they have clarity on the problem,and then the solution come later.
Yes.
But even if they, even if they don'tbuy clarity on the problem mm-hmm.
Still change their life.
Exactly.
So.
Exactly.
So it's a great
value.
Yeah.
So, and, and if I, if I may give atip, the, there's a a amazing way that
you can bridge Nigel from, from the,those questions to your offer, which
(12:13):
is really repeating back to them.
So, so I wanna make sure, um, that I,that I've heard everything correctly.
So, so you're really struggling with X,Y, Z. What you really want, you know, is,
is A, B, C. And you've been really stuckbecause you know, 1, 2, 3, is that right?
(12:37):
Make sure you've got it right.
Mm-hmm.
And then, and, and, andthey'll tell you if you don't.
That's, that's the part whereyou get to tweak, you get to, you
get to get it your story, right?
And they're helping you with that.
And then when you've gotthat right turn their.
Turn their statement into a question.
(13:00):
So, are you ready to go from beingfrustrated and tired to having
more connection than you've everexperienced with your grandchildren?
And then when they say yes, right,because you're, you're getting,
you're, you're getting crystalclear about the pain and the goal.
(13:24):
Hmm.
Okay.
You're distilling it into acrystal clear question for them
after you, after you're surethat you've got what they want.
So it's, it's very clear whatthey want and they say yes.
Then you say, I know I can helpyou, because the two questions
that people are really askingis, is, one, can they help me?
(13:48):
And two, can I trust them?
Mm-hmm.
And if you've listened well and askedthe right questions, you're demonstrating
that you're with them in this, that they,that they can't trust you because people
usually don't take the time to set asidetheir agenda to really hear somebody out.
Yeah.
And when you tell your program orservice, you relate every single
(14:12):
point and feature to the pain and tothe goal, to to, to what they want.
You take every single point andyou say, you know, the first thing
we're gonna do is this, which willhelp you with X, Y, Z, so that you
experience the blank, blank, blank.
You know, that, that we talkedabout you, you bring it back.
(14:35):
Right?
You bring it back.
So, so the conversationagain is about them.
Yeah.
That's really powerful.
Yeah.
So, uh, what, what'sthis third mistake then?
Okay.
Third mistake.
It's kind of like the first one and thesecond in that, just like you need to
be solving the right problem when youare wanting to handle the objection or
(15:04):
respond to somebody says the money's theissue, you don't jump on it first thing.
Mm-hmm.
Because the biggest mistake here isthat you're, you need to make sure.
That you're actually handling,responding to the right objection.
Mm-hmm.
Okay.
Because usually what I'll justsay, what happens in my brain
(15:25):
when somebody says, oh, I just,I don't have the money for that.
I immediately say a liar.
Right?
It's just an automatic responsethat I learned to say, because what
I know to be sure to be true isthat when people hear the price.
(15:45):
An automatic reflex goes, I can'tdo it people, it's a reflex.
Mm-hmm.
It's a reflex.
Like, you know when the doctor, youknow, taps on your, on your, on a part of
your leg and your like, just swings up.
Right.
So what we have to do is, is walk themback from something I call red brain to
green brain, red brain that says, that'sjust turn the red light has gone on.
(16:08):
And they say, mm-hmm.
No way.
You have to walk them through possibilitythrough yellow, yellow light of, of
working through to red light, whichsays, okay, this, this could work.
So the way you do that is thatwhen somebody says money or time,
or I have to think about it, or Imight, could do, you know, I can't
(16:29):
do it because X, y, Z is happening.
Or spouse.
Those are the five majorgroups of objections.
Mm-hmm.
You ask them twice in a different way.
The first way you might say somethinglike, if it was money, for example.
Um, so sounds like moneyis, is, is a big deal.
So if it weren't for the money, wouldyou be all in or would you, would
(16:52):
there be something to cause you tohesitate and you watch Michael, not
only for, um, for what they're saying,but for their physiological reaction.
You're watching for their hesitationand you're listening for their words.
And if you watch and see that there'ssomething that is hesitation in
(17:13):
their response, physical or verbal,you stop and say, seems like there's
something causing you to hesitate.
What is that?
Mm-hmm.
You know, tell me about that.
Just tell me about that, or tell memore about, that is a great phrase.
If they say no, it's just themoney, and they're, and they're
(17:34):
pretty strong in it, ask it again.
So you're a hundred percentin, it's just the money.
So it's just a matterof moving money around.
Is that right?
And they're like, no, it's,it's, it's really the moneys.
So then you can zero in on that oneobjection, or it's just the time.
Mm-hmm.
So the way that you wanna do that, then.
(17:57):
Is is there's a short process of firstask one, pump 'em for more information.
Tell me more about that.
Two ask, is this theright program for you?
And have them sell youon the specifics of why.
Three, tell them why you made theissue of the invitation of, of
how you know you can help them.
(18:18):
Um, saying the greatbenefit you see to them.
Then two pain points andreminding them of their deep why.
And four, invite them tobrainstorm and say so.
So it would look like somethinglike this, the brainstorm piece.
So, so Michael, um, you know, I'm notsure if it would be possible now for
you to start or not, but I wonder wouldyou be open to brainstorming if there
(18:44):
would be any way that we could startto, you know, now or down the road?
Um.
By looking, you know, and just having anhonest and open conversation about money
and looking and seeing if there was a waythat we could put our heads together and
that you started, would you be open to,
and then that's how you canmove somebody into conversation.
(19:05):
Mm-hmm.
That can lead to the possibility, andyou can use that for any objection.
And I prefer that method, Michael,because frankly, who has time to
memorize 17,000 different scripts.
Yeah.
It reminds me when I, whenI used sell cars, um, yeah.
One of the things, you know, theobjection is always money with cars.
Yeah.
It, it could be.
(19:26):
And, and half the time and you know, soif I did my job right, then when we got
to my injection, it actually was, but I.
Oftentimes it wasn't, it was totally,they really wanted a black car and the
one we had and lot was a white car.
And they don't really love the white car.
And so, right.
Exactly.
And then they, and then themoney basically makes it real.
(19:47):
So it's like Totally.
You could deal with a white car,well that's gonna be 3 97 a month.
Whoa.
Wait.
Money means I'm actually buying that car.
I don't want a white car.
Yeah.
Um, but what they say is, nah,that's too much, because there's
probably a number Exactly.
I dunno, 50 bucks a month wherethey'd buy a white car, but Right.
But so, and, and, and I learned to,when, when they said it's too much,
(20:09):
I would always go straight to, youknow, if hypothetically I can make
this car $50 a month, would you buy it?
And half the time they'dbe like, actually, no.
Um, or exactly, uh, because they'd belike, all right, well throw this one away.
This is not the right car.
Let's start over.
Yeah.
Get the right car, car.
(20:30):
Because otherwise
a hundred percent.
And I watched so many salespeopleget, get, you know, fall for it and
be like, oh yeah, lemme talk to themanager and see what else we can do.
And they'd spend an hourgoing back and forth.
They'd whi at, oh yeah,it's totally profit.
Yeah.
And then it's the wrong car.
They'd switch to a different carat the same price and they'd,
you know, get $40 for their time.
(20:51):
Um, but it's, yeah, it's rarely,and of course you all see this when.
Whenever your, your customersays, oh no, I don't have a
thousand dollars for your program.
And then a week later, well, I justbought this other program for $9,000.
Really?
Exactly.
I thought you didn't have money.
Yeah.
Or I thought you weren't interested.
I thought you didn't have the time.
Mm-hmm.
I thought you, I thought you hadagreed with your spouse that you
(21:13):
were never gonna buy another program.
Uhhuh.
Yeah.
Yep.
And that, that's a great reminder thatlike, Nope, that is probably not the case.
The old smokescreen.
Exactly.
Yeah.
It's just the most convenient, um, reasonthey have to tell you at the moment.
(21:33):
Yeah, yeah.
And they're just trying to get, get out.
They're like, oh, if I say it'stoo expensive, I can run away.
Exactly.
Yeah.
So, no, those are, you know, three,three grams say, and those three,
three questions are, are very powerful.
Taking 'em down that process.
Leading them through it is, is huge.
So this has been some really good stuff.
(21:53):
Three mistakes, three great questions.
Um, so if people wanna connect withyou further and learn more of your
wisdom, then where can they find it?
Yeah.
Thanks Michael.
So it can always connect on Instagram.
So it's Christina with a k andthen Lee, LEE, Jensen, J-E-N-S-E-N.
(22:14):
So that's my handle.
Um, Christina Lee Jensen on Instagram.
Lots of.
Great short reels with tips, tricks,and, um, and I'll, I'll put information.
I have a quiz to your grade, um, thattells people how to sell based on their
greatest strength on their personality.
And I'll put a link there onmy Instagram profile for that.
Alright, fantastic.
So it's Christina Lee Jensen on Instagram.
(22:37):
People can find you there.
Um, and hopefully you'll be on one ofmy summits coming up soon too as well.
We're talking about that.
Yes,
absolutely.
The Kingdom entrepreneur.
I, I, uh, I can't wait for that.
It's gonna be great.
And hopefully this episode willbe out before that summit happens.
I think it should be, um, sounds good.
We're recording in June andthe summit's in October, so we
should be in good shape, but yep.
So look for Christina on Instagram andon my summits and who knows where else.
(23:00):
Whatever she wants to,who knows where else.
Yeah.
Christina could be
anything.
Well, this has been, thishas been so much fun.
Thank you so much for having me, Michael.
Um, and I, I can't wait to, to diginto, um, to more of what you have
to offer and looking forward to, um,being on the summit later this year.
Great.
Look forward to seeing you there.
Welcome once again to theguy who knows a Guy podcast.
I'm your host as always, MichaelWhitehouse, the guy who knows
a guy, and this is part of ourPot Appalooza special series.
Our next guest here in the auditoriumis Christina Jensen, and she's gonna be
talking about, and this is gonna be afun topic, the three biggest mistakes
entrepreneurs make that Cost themselves.
(00:23):
Who doesn't like to hear about otherpeople's mistakes and have learned
from them so we can stop making them.
So Kris, that's welcome to the show.
Thanks.
It's so good to be here.
'cause it's true.
Everybody has a guy, right?
Mm-hmm.
Yep.
I
live in a small town and, andthere's a guy for everything.
Yep.
It is true.
I got a guy.
It's true.
(00:44):
That's the whole, the whole idea there.
But, so I'd love to hear about these,uh, you know, tell me a little bit
about, about yourself and then let'stalk about these, these mistakes.
'cause.
Mistakes are the best teacher andother people's mistakes are the most
affordable mistakes to be taught by
most affordable and andthe most fun, right?
Yeah.
Yeah.
My mistakes aren't
fun.
Their mistakes are
fun.
Their mistakes are fun.
Exactly.
(01:04):
So I started out as a faith coach, um,'cause I've been a pastor for 18 years
and my coaches started noticing that Iwas enrolling quite a few people, so they.
They tapped me for their eventsand I started doing coaching zones
and fast forward, uh, millionsof dollars of revenue for coaches
across like 15 different niches.
(01:26):
I've learned a thing or two aboutsales, and so I'm here to, to guide
entrepreneurs, coaches, coursecreators in how to make sales work
for you, but leading with love.
Instead of fear, right?
Mm-hmm.
How do you, how do you reallymake authentic connections and
lead relationship first so thatthe sale is actually a byproduct?
(01:46):
So, so, Michael, I've, I'velearned these mistakes because
I've personally made them,
Ooh,
those are the best.
Right?
I've personally made them so,so the first mistake is, I think
the biggest is you make it, youmake the conversation about you.
Ooh, okay.
Yep.
Instead of the person, and we do thisin all sorts of unintentional ways.
(02:12):
Usually it's trying to relateto the other person, right?
So how many times in general conversationthink of this too, have you wanted to
make the other person feel comfortable?
Right.
It usually comes from the good partof who we are and shared a story so
that you can let the other personknow that you understand from.
(02:35):
Which from the place they'recoming from, something better
to do is ask another question.
Mm-hmm.
Right?
So instead of saying, oh, I can relate,and then going off on a rocket about
yourself, ask them another question.
Lead with curiosity ratherthan stories about yourself.
(02:57):
Yeah, that's, that's a powerful one.
And yeah, when people.
That's one of the things I've, I'velearned doing sales is, yeah, people
love talking about themselves.
They love, they do talking when giventhe chance, and the more they're
talking, the less you are, themore they think they can trust you
and the more they think, you know.
Yeah.
Because it's about creatinga container of safety.
(03:18):
Mm-hmm.
That's how you create trust and rapport.
So the way you create rapport isactually creating a space where you ask
really, really, really good questions.
That's how you create rapport.
It's not in shooting this, youknow, it's not in, um, it's
(03:39):
not in creating small talk.
Yep.
It's creating deep sense of trust.
Belonging with the person.
So
asking questions, not telling stories.
Yeah, asking questions.
Yeah.
And, and if the personjust starts to go off.
The best way, Michael, to bringthem back, I found is to say their
name at least like three times.
(04:00):
Like Michael.
Michael, Michael.
Got it.
Got it.
What you said is so important.
I wanna bring us back to theoriginal reason that we're meeting.
The purpose of the congregate,uh, the congregation purpose
of the conversation is right.
And then, and then state whyyou're on the phone together.
Hmm.
(04:21):
And then go forward.
I like that.
Works like a charm.
All right.
For any conversation, if you're at themall and the person in front of you,
well, you're not gonna know their nameright, but, but just to, to really
reframe any conversation, to get controlof the conversation, so then you can.
Go from there with Grace.
(04:41):
Just say their name a few times.
I like it.
So what's the next mistake?
The next mistake that peoplemake is not knowing what problem
really needs to be solved.
(05:05):
Say more about that.
So there's, there's three questionsthat really need to be asked on
any sales call that, that shouldform the crux of any conversation.
And, and the, the first questionis the most important, right?
When you get into the meat of thecon con conversation, I keep wanting
to say congregation, I guess it'sbecause I'm also pastor, right?
(05:27):
So after you have a little bit of,you know, like where are you zooming
in from and then establishing the.
The boundaries and the theexpectations for the call.
Then you go into the meat of the call.
First question should be a questionthat asks something like, so you
know, if I could give you any winon this call, what would it be?
(05:50):
Or, you know, tell me yourgreatest challenge when it comes
to losing weight or when it comesto getting leads in your business.
You know, something that helpsto reveal what their need is.
In the given niche that you serve.
So with this, you need tounderstand what they need and why.
(06:12):
And there's a nuance here, Michael.
It's what do they think they need?
Mm-hmm.
And what do they really need?
Right?
What do they think they need?
What do they really needed?
Y and then furthermore, do they knowthe difference and do they know that?
(06:34):
When you send can see that you'renot going to immediately blurt it
out, well, you really need this.
That's, that's rude.
Yeah.
Right.
You're just gonna make anote of it and when you can.
If you can help them to see what theyreally need and give them an insight
around that, that is transformational.
(07:00):
That's transformational, but doyou need to answer that question?
Do you need them to answer that question?
Because you need to know theproblem to be able to, to see
ethically, are you the solution?
Can you solve the trueproblem that they have?
Mm-hmm.
Right?
Ethically, and once you answerthat question, then you can go on
(07:23):
to the next question, which is.
What do they really want?
What do they feel they don't havebe in their life because they
can't solve X problem, right?
So for example, if somebody was, ishaving a, if somebody wants to lose
weight, why do they wanna lose weight?
Is it because they wantto climb out Kilimanjaro?
(07:45):
Is it because they wannaplay with their grandkids?
'cause they really desire connection.
Like what do they wantin their life and why?
And then the third question that comesout of that is, what do they, what
do they feel is getting in their way?
And,
but if you, if you are solving thewrong problem in the call, you're
(08:10):
not gonna get the sale becauseit's not going to be relevant.
Mm-hmm.
And the three things you reallyneed in order to make a sale are
one, you need to be relevant.
Two, you need to be clear.
You need, you need clarity,and three, you need to connect.
(08:36):
But if you're doing all thosethings in the wrong area,
mm-hmm
you're gonna waste your time and theirs.
So we need to be clearon what the problem is,
what the problem is,
what solving the problem will do for them.
Yes.
And then why they can't solve the problem,
why they can't solve the problem.
And usually with that question,Michael, I like to ask, not simply
(08:58):
it's is, is it time and moneygetting in your way, but really how
are you getting in your own way?
Mm-hmm.
Right?
Because when you can givepeople clarity around that,
again, that's transformational.
Yeah.
And the purpose of the enrollmentcall as I see it, or the sales call,
whatever you wanna call it, is.
Getting people to say yes to themselves.
(09:21):
Getting people to say yes towhat they want in their life, and
taking a step further to that.
And when they say yes to that andcan see what's blocking them and can
commit to saying, yeah, you know,I'm willing to work through that.
The, the, the vehicle that you provide,um, as your service or program as, as
(09:41):
the vehicle that will give them whatthey want is the next logical step.
So the sale is actually a byproduct ofthe transformation and the trust that
you're creating with the person onthe call, because these conversations
can be life changing, but as long asyou put the relationship first, right?
(10:02):
As long as you get out of the wayand you ask the right question.
So that brings us to thethird mistake, right?
Yes.
Yeah.
Actually before you that I justwanted to comment on these questions.
Oh yeah, sure.
Um, I, well, what I like about thestructure, because one of the challenges,
yeah, you don't wanna have a coachingcall instead of a no sales call uhhuh.
Um, but here really whatyou're helping them do is Yeah.
(10:24):
Get their questions right.
You're not having good answers.
Totally.
That happens in the program.
Yeah.
But you know, they, they say,you know what, what do you want?
Well, I wanna lose weight.
Uh, well, what would that do for you?
Well.
I really wanna be able toplay with my grandkids.
Okay.
So is it weight or is ithealthier and have more energy?
Oh, I guess I reallywanna have more energy.
Yeah.
Okay.
And if you had moreenergy, what would that do?
Well, I could play with my grandkidsand also I could finally start
(10:45):
hiking and then I wouldn't, Iwould not sleep 10 hours a night.
Um, and, you know, well, what, what'sstopping you from doing that now?
Mm-hmm.
And they're like, well, I, I don't know.
I had this diet and I couldn'tstick to it, and I hadn't,
but that's not really it.
Now I think about it, it's really, and.
And so you haven't actually given themany answers, but all three questions
(11:07):
have been replaced with new questions,and now you're like, okay, so the the
real question is that you know, you wantmore energy so you can be more active and
you really don't have a strategy at all.
You just have some thingsyou've seen on Facebook.
Bingo.
Exactly.
Oh, wow.
Yeah.
That is my problem.
(11:28):
Yes.
Can you
help?
Yes.
Yeah.
You wanna help with that.
Exactly.
You're giving them
clarity.
Yep.
You're giving them clarity.
That's it.
So really, it, it is a coachingconversation and what you're doing
is you're giving them incredibleclarity, but the clarity that you
give them gives them confidence.
Mm-hmm.
That now they can really see what'sbeen going on, that it's solvable.
(11:50):
Yep.
And they have clarity on the problem,and then the solution come later.
Yes.
But even if they, even if they don'tbuy clarity on the problem mm-hmm.
Still change their life.
Exactly.
So.
Exactly.
So it's a great
value.
Yeah.
So, and, and if I, if I may give atip, the, there's a a amazing way that
you can bridge Nigel from, from the,those questions to your offer, which
(12:13):
is really repeating back to them.
So, so I wanna make sure, um, that I,that I've heard everything correctly.
So, so you're really struggling with X,Y, Z. What you really want, you know, is,
is A, B, C. And you've been really stuckbecause you know, 1, 2, 3, is that right?
(12:37):
Make sure you've got it right.
Mm-hmm.
And then, and, and, andthey'll tell you if you don't.
That's, that's the part whereyou get to tweak, you get to, you
get to get it your story, right?
And they're helping you with that.
And then when you've gotthat right turn their.
Turn their statement into a question.
(13:00):
So, are you ready to go from beingfrustrated and tired to having
more connection than you've everexperienced with your grandchildren?
And then when they say yes, right,because you're, you're getting,
you're, you're getting crystalclear about the pain and the goal.
(13:24):
Hmm.
Okay.
You're distilling it into acrystal clear question for them
after you, after you're surethat you've got what they want.
So it's, it's very clear whatthey want and they say yes.
Then you say, I know I can helpyou, because the two questions
that people are really askingis, is, one, can they help me?
(13:48):
And two, can I trust them?
Mm-hmm.
And if you've listened well and askedthe right questions, you're demonstrating
that you're with them in this, that they,that they can't trust you because people
usually don't take the time to set asidetheir agenda to really hear somebody out.
Yeah.
And when you tell your program orservice, you relate every single
(14:12):
point and feature to the pain and tothe goal, to to, to what they want.
You take every single point andyou say, you know, the first thing
we're gonna do is this, which willhelp you with X, Y, Z, so that you
experience the blank, blank, blank.
You know, that, that we talkedabout you, you bring it back.
(14:35):
Right?
You bring it back.
So, so the conversationagain is about them.
Yeah.
That's really powerful.
Yeah.
So, uh, what, what'sthis third mistake then?
Okay.
Third mistake.
It's kind of like the first one and thesecond in that, just like you need to
be solving the right problem when youare wanting to handle the objection or
(15:04):
respond to somebody says the money's theissue, you don't jump on it first thing.
Mm-hmm.
Because the biggest mistake here isthat you're, you need to make sure.
That you're actually handling,responding to the right objection.
Mm-hmm.
Okay.
Because usually what I'll justsay, what happens in my brain
(15:25):
when somebody says, oh, I just,I don't have the money for that.
I immediately say a liar.
Right?
It's just an automatic responsethat I learned to say, because what
I know to be sure to be true isthat when people hear the price.
(15:45):
An automatic reflex goes, I can'tdo it people, it's a reflex.
Mm-hmm.
It's a reflex.
Like, you know when the doctor, youknow, taps on your, on your, on a part of
your leg and your like, just swings up.
Right.
So what we have to do is, is walk themback from something I call red brain to
green brain, red brain that says, that'sjust turn the red light has gone on.
(16:08):
And they say, mm-hmm.
No way.
You have to walk them through possibilitythrough yellow, yellow light of, of
working through to red light, whichsays, okay, this, this could work.
So the way you do that is thatwhen somebody says money or time,
or I have to think about it, or Imight, could do, you know, I can't
(16:29):
do it because X, y, Z is happening.
Or spouse.
Those are the five majorgroups of objections.
Mm-hmm.
You ask them twice in a different way.
The first way you might say somethinglike, if it was money, for example.
Um, so sounds like moneyis, is, is a big deal.
So if it weren't for the money, wouldyou be all in or would you, would
(16:52):
there be something to cause you tohesitate and you watch Michael, not
only for, um, for what they're saying,but for their physiological reaction.
You're watching for their hesitationand you're listening for their words.
And if you watch and see that there'ssomething that is hesitation in
(17:13):
their response, physical or verbal,you stop and say, seems like there's
something causing you to hesitate.
What is that?
Mm-hmm.
You know, tell me about that.
Just tell me about that, or tell memore about, that is a great phrase.
If they say no, it's just themoney, and they're, and they're
(17:34):
pretty strong in it, ask it again.
So you're a hundred percentin, it's just the money.
So it's just a matterof moving money around.
Is that right?
And they're like, no, it's,it's, it's really the moneys.
So then you can zero in on that oneobjection, or it's just the time.
Mm-hmm.
So the way that you wanna do that, then.
(17:57):
Is is there's a short process of firstask one, pump 'em for more information.
Tell me more about that.
Two ask, is this theright program for you?
And have them sell youon the specifics of why.
Three, tell them why you made theissue of the invitation of, of
how you know you can help them.
(18:18):
Um, saying the greatbenefit you see to them.
Then two pain points andreminding them of their deep why.
And four, invite them tobrainstorm and say so.
So it would look like somethinglike this, the brainstorm piece.
So, so Michael, um, you know, I'm notsure if it would be possible now for
you to start or not, but I wonder wouldyou be open to brainstorming if there
(18:44):
would be any way that we could startto, you know, now or down the road?
Um.
By looking, you know, and just having anhonest and open conversation about money
and looking and seeing if there was a waythat we could put our heads together and
that you started, would you be open to,
and then that's how you canmove somebody into conversation.
(19:05):
Mm-hmm.
That can lead to the possibility, andyou can use that for any objection.
And I prefer that method, Michael,because frankly, who has time to
memorize 17,000 different scripts.
Yeah.
It reminds me when I, whenI used sell cars, um, yeah.
One of the things, you know, theobjection is always money with cars.
Yeah.
It, it could be.
(19:26):
And, and half the time and you know, soif I did my job right, then when we got
to my injection, it actually was, but I.
Oftentimes it wasn't, it was totally,they really wanted a black car and the
one we had and lot was a white car.
And they don't really love the white car.
And so, right.
Exactly.
And then they, and then themoney basically makes it real.
(19:47):
So it's like Totally.
You could deal with a white car,well that's gonna be 3 97 a month.
Whoa.
Wait.
Money means I'm actually buying that car.
I don't want a white car.
Yeah.
Um, but what they say is, nah,that's too much, because there's
probably a number Exactly.
I dunno, 50 bucks a month wherethey'd buy a white car, but Right.
But so, and, and, and I learned to,when, when they said it's too much,
(20:09):
I would always go straight to, youknow, if hypothetically I can make
this car $50 a month, would you buy it?
And half the time they'dbe like, actually, no.
Um, or exactly, uh, because they'd belike, all right, well throw this one away.
This is not the right car.
Let's start over.
Yeah.
Get the right car, car.
(20:30):
Because otherwise
a hundred percent.
And I watched so many salespeopleget, get, you know, fall for it and
be like, oh yeah, lemme talk to themanager and see what else we can do.
And they'd spend an hourgoing back and forth.
They'd whi at, oh yeah,it's totally profit.
Yeah.
And then it's the wrong car.
They'd switch to a different carat the same price and they'd,
you know, get $40 for their time.
(20:51):
Um, but it's, yeah, it's rarely,and of course you all see this when.
Whenever your, your customersays, oh no, I don't have a
thousand dollars for your program.
And then a week later, well, I justbought this other program for $9,000.
Really?
Exactly.
I thought you didn't have money.
Yeah.
Or I thought you weren't interested.
I thought you didn't have the time.
Mm-hmm.
I thought you, I thought you hadagreed with your spouse that you
(21:13):
were never gonna buy another program.
Uhhuh.
Yeah.
Yep.
And that, that's a great reminder thatlike, Nope, that is probably not the case.
The old smokescreen.
Exactly.
Yeah.
It's just the most convenient, um, reasonthey have to tell you at the moment.
(21:33):
Yeah, yeah.
And they're just trying to get, get out.
They're like, oh, if I say it'stoo expensive, I can run away.
Exactly.
Yeah.
So, no, those are, you know, three,three grams say, and those three,
three questions are, are very powerful.
Taking 'em down that process.
Leading them through it is, is huge.
So this has been some really good stuff.
(21:53):
Three mistakes, three great questions.
Um, so if people wanna connect withyou further and learn more of your
wisdom, then where can they find it?
Yeah.
Thanks Michael.
So it can always connect on Instagram.
So it's Christina with a k andthen Lee, LEE, Jensen, J-E-N-S-E-N.
(22:14):
So that's my handle.
Um, Christina Lee Jensen on Instagram.
Lots of.
Great short reels with tips, tricks,and, um, and I'll, I'll put information.
I have a quiz to your grade, um, thattells people how to sell based on their
greatest strength on their personality.
And I'll put a link there onmy Instagram profile for that.
Alright, fantastic.
So it's Christina Lee Jensen on Instagram.
(22:37):
People can find you there.
Um, and hopefully you'll be on one ofmy summits coming up soon too as well.
We're talking about that.
Yes,
absolutely.
The Kingdom entrepreneur.
I, I, uh, I can't wait for that.
It's gonna be great.
And hopefully this episode willbe out before that summit happens.
I think it should be, um, sounds good.
We're recording in June andthe summit's in October, so we
should be in good shape, but yep.
So look for Christina on Instagram andon my summits and who knows where else.
(23:00):
Whatever she wants to,who knows where else.
Yeah.
Christina could be
anything.
Well, this has been, thishas been so much fun.
Thank you so much for having me, Michael.
Um, and I, I can't wait to, to diginto, um, to more of what you have
to offer and looking forward to, um,being on the summit later this year.
Great.
Look forward to seeing you there.
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